Let’s Dive In

I was recently invited to MC an awards night for a boutique Real Estate Company that has seven offices. They predominantly work in the upper end of town and have a great reputation for delivering outstanding results.

I loved seeing so many people that were so involved in their industry and wanting to make it their long-term career. The company had spent a considerable amount to make the night one to remember.

I definitely have a soft spot for the industry as I worked in real estate for a few years, and won some awards but decided the industry wasn’t for me. I still love watching the Million Dollar Listing TV Shows and seeing how many have gone on to greater success.

Now Real Estate Agents and Brokers sometimes get painted with the same brush with is extremely disappointing because I know some fabulous people who work in the industry.

What a Night!

On the night, I was delighted to have been introduced by the CEO before the presentations started and gave a 30-minute talk prior to the awards.

One of the young agents came up to me after the event and said, “I enjoyed what you said. But I want to ask you something. I want to be the best Agent on the planet! Can you help me?”

I looked at him and said, “Don’t you mean that you want to be a great person?” He said, “Yeah, that’s right. I want to be the best.  I want to be recognized as one of the legends of the industry!”

I said to him, “Okay, how would you rate yourself on a scale from 1 to 10 as an Agent and as a person?”

You see, I always look at the whole person, it’s no use being outstanding in one area but totally lacking in another.  I wanted him to do the same. My friend, you can’t compartmentalize the different facets of your life.

He replied, “I think I’m an eight.”

I said, “I think you may be a six. You can still go up a few notches.”

He said to me, “Yeah, okay. I’m a six.” I could sense that he had his back up.

Now, I knew he was already a great Agent to even be working with the company, but he wanted to go up another level which is admirable.

Law of Diminishing Return

I also knew that the same amount of effort, the same level of commitment, and the same level of discipline that had gotten him this far would not get him to a level eight.

In economics, there is the law of Diminishing Returns. In many things in life when you make the decision to start something you normally see great gains at the beginning and then as you go along the returns can become harder and don’t come as fast.

Have you ever started a strength or cardio program and were amazed in the first six weeks at your strength gains but then the gains came a little slower? Same with a diet, big losses at the beginning, and then they tend to slow down a little.

What About the Agent

But back to my young agent, I said to him, “Now, you said you want to be great. Alright, I’m prepared to take you on board with this condition. Here’s what I want you to do.

First, I want you to go to bed earlier at night.

Second, no going out six nights a week, you have to get great quality sleep and enough of it. When in doubt go back to point one.

Third, I want you to do extra training and practice your scripts and dialogs twice a day. On top of that, I want you to read some books, at least one a week to get some material to build your mindset. Every single day I want you to practice affirmations, have a meditation practice, train in the gym & also out in nature.

Fourth is you need to become obsessed with your market so that you know it inside and out. I want you to work harder than any other agent and maximize your time efficiency. Did I mention your diet, you need to cut out the crap food and stick to a diet rich in plant-based foods.

What Most People Do

Here’s the problem with most of us: we work harder on our jobs than we do on ourselves and that’s why most people don’t get the level of success that they are truly capable of. You must feed yourself the good stuff both physically and mentally.

This guy wanted to work harder on his game, but I wanted him to work harder on his person. The guy shook his head and said, “I can’t do it!” “Then stay just above average!” I said.

You see, if you want to be great, you’ve got to do what great people do! You can’t cut corners to success.

Until next week